david newman 2014 canadian association of professional speakers convention
DESCRIPTION
For free resources, visit http://doitmarketing.com Marketing speaker and marketing coach David Newman shares "Smart Start" strategies, tactics, tools, templates and scripts to help both emerging and seasoned professional speakers get booked and stay booked.TRANSCRIPT
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Smart Start Strategies to Maximize Your Influence,
Impact, and Income
David Newman, CSP
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Your CAPS DDD Fortune Cookie
• You WILL be successful... • Just not in the way you think you will • It’s NOT what you think it is • It’s BIGGER than you think it is • You’re going to LOVE it!
e: [email protected] | p: 610.716.5984
e: [email protected] | p: 610.716.5984
e: [email protected] | p: 610.716.5984
e: [email protected] | p: 610.716.5984
Your notes will be about "YOUR BUSINESS - not my slides...
• Define • Organize • Implement • Track
= = = =
Want to do it Will do it Do it! (V-N-D) Did you do it?
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Your notes will be about "YOUR BUSINESS - not my slides...
Ninja note taking: 1. “Easily Doable” 2. “Major Impact”
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Specialty, Lens, Expertise,"Secret Sauce, FSB difference
Define
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3. Niche, target, focus
$$$
Sales
Sales prospecting
Sales prospecting by phone
Sales prospecting by phone in FS
Also niche by: � Audience � Industry � Level � Method � Media
Define
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4. Learn to say NO – try it now! • “You know, that’s really not my topic. I’m
probably not the best guy or gal to do that program for you.”
• SECRET: The narrower your focus, "the more referrable you become!
Define
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Organize
5. Write a book (or not) Traditionally published book
Self-published book
Ebooks, booklets, special reports
Articles, audios, podcasts, etc.
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e: [email protected] | p: 610.716.5984
Organize
6. Write/repurpose meaty content Chunk It Up & Down
Seminars into…
Articles into…
Ebooks into…
Audios into…
Books into…
Blogs into…
Podcasts into…
? ? ?
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>>> Video Pop Quiz! <<< What's the GOAL of a good speaker video? A. To showcase my best material B. To demonstrate strong audience reaction C. To prove the buyer is not making a mistake D. To share my signature story E. To get buyers to hire me
Organize
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8. Refocus: Results & Relevance • Motivating • Inspiring • Touching • Laughed • Cried • Spilled my soda • Milk came out my
nose
• Results • Outcomes • Skills • Tactics • What to say • How to say it • What to do • How to do it
• In a recession • When no one's
hiring • During tough
times • In a crisis
Organize
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9. Sales “A-ha!” Moment • Don’t let your fee be the first number that
comes up in conversation • Context of value and Contrast of scale
– Average salary of employees x How many – Average deal size – Customer lifetime value – 1-2-5-10% increase/decrease in key areas – Opportunity cost: “Can you put a number on it?”
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“You’re gonna wanna buy this” • “Your fee is too high” • 3 Problems it’s NOT
– Not your fee – Not your program – Not their budget
• Buy David’s cup: $5
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10. Referral template • I’m looking to meet ______ • Advice – Insights – Recommendations (AIR) • Tell ‘em what to say/send (Referral Blurb) • Three-way meetings • Give, give, give
121 Rodney CircleBryn Mawr, PA 19010
David Newman
Download your FREE Strategic Marketing eBook at
www.doitmarketing.com Track
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1. I’d like to put my professional network on LinkedIn at your disposal. After we connect, if there's someone to whom you'd like a personal introduction, just let me know. Thanks in advance.
2. I’m glad to be connected to you on LinkedIn and wanted to reach out to you personally. My expertise is in _______. If a brief conversation about your situation would be valuable, I’d be glad to brainstorm with you. [Name] [Phone]
11. LinkedIn Template
Track
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12. Email Template Hi [NAME], I'm not sure if you can help me, but I am hoping you might point me in the right direction. Would you happen to know who is responsible for selecting speakers for your 2015 Conference coming up in [MONTH]? I have a program titled, [TITLE] I am not sure if a high-energy [TOPIC] program like this is a good fit for your event (from what I saw on your website, I think it might be), and I would like to connect with the right person to find out. Any help you could provide would be greatly appreciated. Warmest regards, [YOUR NAME] Track
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13. Phone Call Template Hi Susan, This is David Newman. I speak to groups of [WHO] who want to [OUTCOME] and [RESULT]. I’m calling to see if a program like this might be valuable for your [members].
Track
Hi Susan, This is Jane Buck. I speak to groups of bankers who want to get more small business banking customers and boost both deposits and lending. I’m calling to see if a program like this might be valuable for your members. Hi Susan, This is Betsy Ross. I speak to groups of cancer patients who want to feel good and look great even during treatment. I’m calling to see if a program like this might be valuable for your patients and nurses.
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“Speaker” is a skill set"NOT a job description!
1. You are in the ____________ industry 2. Your job title is __ __ __ 3. Your focus is __ __ __ 4. Your guiding principle is...
Do WORK you love WITH those you love "and FOR those you love
Track
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Thank YOU!
• YOUR Biz Card = $47 product for FREE • Write on back: AUTHOR • Visit www.doitmarketing.com for more
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